How to Qualify and Sell on Slack

My Top Tips for Engaging and Qualifying Leads Effectively on Slack 🎯

One of the toughest parts of selling is keeping the conversation going with prospects over time. But when you do it right, you can close deals faster and be much more productive.

At Knock, we’ve made Slack our main way to chat with prospects, and we’ve learned a few things along the way. Here’s what’s worked for us (and what hasn’t) when using Slack to connect with leads.

The Do’s

1. Start with a Personal Touch

When you first reach out, start by asking for their name. It’s a small gesture, but it helps make the interaction feel more personal and less like a transaction. People respond better when they feel like they’re talking to a real person, not just another salesperson. For example -

2. Lead with Value

Your lead probably has a question or a problem they’re trying to solve—after all, that’s why they started the chat. Focus on helping them with that first before diving into your own questions. It shows that you’re genuinely interested in helping them, which builds trust and sets a positive tone for the rest of the conversation.

3. Respond Quickly

In Slack, speed matters. Even if you don’t have all the answers right away, a quick response like “I’m on it” or “I’ll get back to you shortly” keeps the lead engaged and reassures them that their time matters to you. For example -

4. Keep the Conversation Flowing

Instead of firing off a bunch of questions at once, take it slow. Ask one question, listen to what they say, and then respond thoughtfully. It’s more like having a real conversation. Active listening shows you’re genuinely interested, and leads tend to open up more when they feel heard.

The Don’ts

1. Don’t Overwhelm Them

Nobody likes to feel like they’re being grilled. Avoid overwhelming your lead with too much information or too many questions at once. Keep the conversation balanced—share a bit, listen a bit, and keep things moving naturally. For example-

2. Don’t Miss the Chance to Collect Contact Details

Collecting a lead’s contact details is crucial, but timing is key. Use Knock’s [/identify] feature when it makes sense—like when they’re asking specific questions about their setup or pricing. This way, you can tailor your responses to their exact needs, making the conversation more relevant and useful. For example -

3. Don’t Hesitate to Bring in Others

If your lead mentions that they’d like to involve a colleague or manager, jump on the opportunity. Ask for their email and offer to bring them into the Slack channel. This can help keep the conversation moving and might even speed up the decision-making process.

For example -

Wrapping Up

Using Knock for qualification, engagement, and driving sales has proven itself time and again. These tips have helped us make those interactions smoother and more productive. Keep it personal, focus on being helpful, and let the conversation flow naturally. At the end of the day, it’s all about making the lead feel comfortable and supported, so they’re more likely to take the next step.

Chat can be a powerful way to save time, focus on qualified leads, and eliminate the constant chasing needed to book a demo. We highly recommend applying these tips to get even better results from your chats.